Sales Management Excellence

A successful sales manager's job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales. But, the skills required of a successful sales manager are quite different from the skills of a successful salesperson. This is the reason many top salespeople fail as sales managers.

After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a salesperson. Participants will explore key leadership skills that will help motivate their sales team to excellence.

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This Course is registered with the Management Capability Development Voucher Fund. Find out more by visiting www.regionalbusinesspartners.co.nz

A Sales Management Primer
What is your job?
What does a sales manager do?
Sales manager vs. salesperson
The perfect sales person
Modules 1 - 6 (see below)

Apply Now

This Course is registered with the Management Capability Development Voucher Fund.
Find out more by visiting www.regionalbusinesspartners.co.nz

Module 1:

A strategic look at sales management

Sales management: strategic or tactical

What are my Critical Success Factors (CSF’s)?

SWOT and PESTLE analysis

Module 2:

Sales forecasting

What is forecasting?

Forecasting approaches

Four step process to create a sales forecast

Module 3:

Sales planning

Components of a sales plan

Putting your plan together

Questions your sales plan should answer

Sales planning best practices

Sales planning skill practice

Module 4:

Sales performance management

Setting sales objectives

The three-step sales performance control plan

Three guidelines for sales performance evaluations

Handling the underperforming sales team member.

Module 5:

Motivating your sales team

What motivates us?

Knowing your team inside out

Creating a motivating environment for your team

Motivational tips

Module 6:

Running effective sales meetings

Effective vs. badly run sales meetings

Planning your sales meeting sequence

Successful sales meeting checklist

Team Huddle vs. Team

Apply Now

This Course is registered with the Management Capability Development Voucher Fund. Find out more by visiting www.regionalbusinesspartners.co.nz

Module 1:

A strategic look at sales management

Sales management: strategic or tactical

What are my Critical Success Factors (CSF’s)?

SWOT and PESTLE analysis

Module 2:

Sales forecasting

What is forecasting?

Forecasting approaches

Four step process to create a sales forecast

Module 3:

Sales planning

Components of a sales plan

Putting your plan together

Questions your sales plan should answer

Sales planning best practices

Sales planning skill practice

Module 4:

Sales performance management

Setting sales objectives

The three-step sales performance control plan

Three guidelines for sales performance evaluations

Handling the underperforming sales team member.

Module 5:

Motivating your sales team

What motivates us?

Knowing your team inside out

Creating a motivating environment for your team

Motivational tips

Module 6:

Running effective sales meetings

Effective vs. badly run sales meetings

Planning your sales meeting sequence

Successful sales meeting checklist

Team Huddle vs. Team

By the end of this training course participants will be able to:

Use sales plans and targeting techniques to achieve better results from sales team members.
Prepare a sales forecast and a sales plan.
Using assessment tools, properly observe, evaluate, and give feedback, and set performance development objectives to team members.
Create an environment that motivates their sales team to perform at their best.
Run more effective sales meetings and morning huddles to inspire, motivate and provide clear direction to sales team members.

Apply Now

This Course is registered with the Management Capability Development Voucher Fund.
Find out more by visiting www.regionalbusinesspartners.co.nz

Price: $4500 NZD (Per business)

Time Commitment: 18hrs

Apply Now

This Course is registered with the Management Capability Development Voucher Fund.
Find out more by visiting www.regionalbusinesspartners.co.nz